To some overseas clients, the entry of Chinese brands into local markets is seen as a brutal competition and hunt. Vino and his team discovered that no matter how high the profit margin or how complex the strategies, nothing surpasses the power of sincerity.
"Respecting them, understanding them, becoming one of them—this is a process of localization and the true integration into the country. It is also the ultimate goal of foreign trade."
Over the years, whether in Hong Kong and Macau or in countries like Malaysia and Indonesia, what Vino consistently does is learn cultural differences, shift attitudes and perceptions, and sincerely integrate into local societies.
The tropical sea breeze and sunshine have darkened his skin; his speech, habits, and demeanor have become assimilated. Over several years of working overseas, Vino has often been considered by tourists
In this process, he believes that the most successful aspect is not how much the business volume has expanded in the short term, nor how many local employees there are, but rather truly gaining recognition from local customers and being considered one of their own.
"The relationship between Keshun and its clients is built on an emotional foundation before establishing business cooperation. Many clients say we are free of bureaucratic jargon, not domineering, nor imposing, with a more approachable style that respects them, unlike other brands."
Over the years, both parties have become comrades and friends, having experienced tense moments in market strategies and many heart-to-heart daily interactions.
"Our relationship with clients goes beyond a typical business partnership; we are very close. We are part of their family, supporting each other in life and work. This is a sense of integration," says Vino.
Sometimes when traveling abroad, local clients not only invite him and his colleagues to stay at their homes but also lend them their cars for transportation. Such cooperative camaraderie continues to be passed down among Keshun to this day.
In the past two years, Vino has followed the overseas strategy and returned to his hometown again. Facing the unprecedented integration speed and development vitality of the Guangdong-Hong Kong-Macau Greater Bay Area, he leads his team to deeply cultivate and explore the markets in Hong Kong and Macau.
The Hong Kong and Macau regions, backed by mainland of China and connected to the world, boast a free and convenient business environment, a highly developed transportation network, and a diverse cultural landscape. This makes the region brimming with the dynamism of international finance, shipping, and trade centers.
This area serves as a bridge for international enterprises entering the Greater Bay Area market and an important gateway for Greater Bay Area companies expanding into overseas markets.
2019年，科順股份香港子公司正式成立，在屬地化運營上邁出重要一步。
In 2019, Keshun officially established its Hong Kong subsidiary, marking an important step in localization operations.
"The construction standardization levels in Hong Kong and Macau are high, and market entry barriers are significant. When we decided to enter the Hong Kong and Macau markets, it indicated that we were fully equipped with the capabilities to enter these markets, possessing ample resources and development conditions. Coupled with the continuous favorable policies of the Guangdong-Hong Kong-Macau Greater Bay Area, business in this region will become increasingly prosperous!"
The Hong Kong market follows British standards, mainly implementing an Architect Responsibility System while establishing its own regional standards; the Macau market adheres to international standards such as ISO, ASTM, JIS, and has a relatively high acceptance of national standards. These regions have very strict regulations on architectural design schemes, product quality, waterproof construction, and lifecycle.
"We adhere to a quality-first philosophy, so naturally, we are full of confidence when promoting our product solutions. Compared to high-end international brands, Keshun's products are not inferior in material performance or application effects, and in some quality indicators, they even surpass foreign manufacturers," says Vino.
In 2023, Hong Kong and Macau Concrete Repair and Waterproofing Associations visited Keshun's headquarters to exchange insights on construction waterproofing features and industry development statuses in mainland of China, Hong Kong, and Macau. Vino, along with the business operations and technical teams, sought advice and strategies from these counterparts.
"Different regions have different waterproofing habits, application environments, standard requirements, etc., and we can always quickly meet customer demands." To address new construction and renovation market needs, the overseas team collaborates with the product and R&D departments to customize waterproofing products suited to the local market."
TPO, PVC high-polymer waterproof membranes, polyurea waterproof coatings, acrylic waterproof coatings, metal roof waterproofing systems, one-stop repair service solutions, industrial flooring systems, rainwater management systems and other products, have gained increasing recognition from local customers.
To date, Keshun served well-known construction projects such as the Hong Kong International Airport, the Kwai Chung Container Terminal in Hong Kong, the Macau Bridge, and the Galaxy Hotel. The Guangzhou International Commerce Center, a new project in the Greater Bay Area fully developed by Sun Hung Kai Properties, also chose Keshun to undertake waterproofing materials and construction projects.
From residential housing to municipal projects, repairs and leakage fixes, building reinforcement, and flooring systems, the Keshun brand is increasingly recognized in the Hong Kong and Macau regions, and market development is becoming smoother.
“全能型”作戰(zhàn)
365日on call，24小時直飛
駛入海外市場，每個人都是出海“舵手”，專業(yè)素質就是手中最靠譜的“航海羅盤”。
Venturing into overseas markets, everyone is a helmsman at sea, with professional quality being the most reliable compass in hand.
From basic product parameters, application rates, and construction methods to local cultural norms, social standards, regulations, and ordinances, overseas sales personnel must have a broad understanding. Through the tempering of market competition, the overseas team has honed a superior professional comprehensive ability compared to their peers.
"Speaking from my own experience, in the early days, I transitioned from a marketing specialist to a sales position and took over the Cambodian market. From business negotiations to legal affairs, taxation, finance, warehouse logistics management, field management of construction, and more—all these are areas that need to be learned and mastered. In our team, there are even colleagues who can draw construction design drawings themselves," says Vincent Liang with a smile. "These abilities are driven by the market and are what make us grow to be better than our peers, with more professional and comprehensive expertise.
Long-term mutual trust with overseas clients is also built on efficient and timely service responses. Available 365 days a year, customer needs are promptly addressed, service support quickly implemented, and each regional leader flexibly uses their decision-making authority to rapidly deploy market strategies.
"Compared to foreign institutions that may only respond to email inquiries every two or three months, our company's response efficiency and service attitude are highly recognized. Generally speaking, if a client has a need for us to travel locally to provide support, we can quickly respond; even in more urgent situations where they notify us today and expect arrival the next day, we can make it happen."
Now, guided by professionalism as the compass and product excellence as the ballast, Vino and his overseas team are setting sail with the warm winds of the era. They have become navigators in their deep dive into localized markets, pioneering new continents.
As the poem goes, 'The sea is vast for fish to leap,' the overseas team is leading the way in global market expansion. They outline a new contour for the global market and continue to steer the Keshun brand into broader oceans with courage, perseverance, and wisdom!
